Job Description:

B2B SaaS Sales Director / VP of Sales — Job Description

About the Role

We are seeking an experienced, strategic, and data-driven Sales Director / VP of Sales to lead our B2B SaaS revenue organization.
You will own the end-to-end sales strategy, manage the sales team, build predictable revenue systems, optimize pipelines, and drive aggressive growth in new markets.

This is a leadership role for someone who lives and breathes SaaS sales, understands how to scale teams, and can deliver consistent revenue outcomes.

Responsibilities:

Key Responsibilities (Leadership & Strategy)

• Own the company’s overall sales strategy, revenue targets, and forecasting accuracy.

• Design, implement, and optimize a predictable, repeatable sales system (processes, playbooks, ICP, messaging).

• Lead, hire, train, and coach a high-performance team (SDRs, AEs, AMs, Sales Ops).

• Build and maintain a strong pipeline through proactive outbound, inbound optimization, and partner channels.

• Create scalable sales processes: qualification, demo delivery, pricing, closing, upselling.

• Conduct regular pipeline reviews, forecast meetings, and performance analysis.

• Collaborate closely with Product, Marketing, and Customer Success to align GTM strategy.

• Define and optimize compensation plans, quotas, and territory strategies.

• Implement sales tools and automation (CRM, sequences, analytics, enablement platforms).

• Represent the sales organization in leadership meetings and contribute to executive decisions.

• Drive expansion revenue: cross-sell, upsell, and account growth strategies.

• Establish KPIs and hold team members accountable for execution.

Preferred Qualifications:

Revenue & Growth Responsibilities

• Achieve monthly/quarterly/annual revenue targets across all segments (SMB, mid-market, enterprise).

• Develop entry strategies for new verticals, new countries, and new market segments.

• Build partnerships, reseller networks, or channel strategies to accelerate growth.

• Optimize conversion rates across every stage of the funnel (MQL → SQL → Opportunity → Close).

• Identify competitive threats and maintain strategic positioning in the market.

🧠 Required Skills

• Deep understanding of SaaS sales cycles (from technical discovery → demo → negotiation → close).

• Strong leadership and team-building capabilities.

• Ability to create scalable processes and predictable revenue systems.

• Excellent ability to coach on objection handling, closing, prospecting, and negotiation.

• Strong data literacy: pipeline analytics, forecasting, dashboards, revenue metrics.

• Expert presentation and communication skills.

• Financial acumen: pricing models, CLV, churn, CAC, sales efficiency, unit economics.

• Ability to create alignment between Sales, Product, and Marketing.

• Negotiation skills for enterprise and multi-stakeholder deals.

• Ability to simplify complex tech into clear business value for executives.

📌 Experience Requirements

• 5–15+ years of B2B sales experience with at least 3–7 years in SaaS leadership.

• Proven track record of building & scaling sales teams—SDR, AE, AM, CS, RevOps.

• Success in reaching or exceeding $1M–$20M ARR targets (depending on stage).

• Experience with enterprise, mid-market, or global B2B SaaS clients.

• Background in AI, IoT, smart systems, automation, or tech is a strong advantage.

• Experience implementing or optimizing CRM systems (HubSpot, Salesforce).

• Experience with outbound models, ABM, and modern SaaS GTM frameworks.

• Comfort working in a high-growth environment (startup or scale-up).